What is Revenue Operations (RevOps)?
Revenue Operations (RevOps) is the strategic alignment of sales, marketing, and customer success operations under a single function to drive predictable revenue growth.
What is Revenue Operations (RevOps)?
Revenue Operations (RevOps) is a business function that aligns sales, marketing, and customer success operations under a single team. RevOps manages the tech stack, data, reporting, and processes that drive revenue. The role emerged as companies realized that siloed operations teams created data gaps and handoff failures between departments.
RevOps breaks down the silos between sales ops, marketing ops, and CS ops by unifying data, processes, and technology under one team. The goal is end-to-end visibility into the revenue lifecycle and elimination of handoff friction.
Why Companies Build RevOps Teams
Companies invest in RevOps because siloed ops teams create data inconsistencies, handoff problems, and conflicting metrics. When marketing measures MQLs, sales measures pipeline, and CS measures NRR with different definitions and systems, the CRO can't get a unified view of revenue health. RevOps solves this.
RevOps Tech Stack
A typical RevOps tech stack includes a CRM (Salesforce or HubSpot), data enrichment (ZoomInfo, Apollo, Clay), conversation intelligence (Gong, Clari), sales engagement (Outreach, SalesLoft), and data operations tools (LeanData, Openprise) for routing, deduplication, and hygiene.
RevOps in Job Postings
RevOps experience is increasingly mentioned in VP Sales and CRO job postings. Our data shows 25%+ of senior sales leadership roles now reference RevOps alignment, data-driven decision making, or cross-functional operations as a requirement.
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